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1、BusinessNegotiationsUnit8PracticalEnglishCourseforForeign-orientedSecretaryStudyObjectives掌握与客人洽商时英语口语表达掌握一些基本的商务谈判技巧掌握英文询盘信及回信的写法了解祝贺和称赞的礼仪TipsforBusinessNegotiationNegotiatingisoftenreferredtoasan“art”.Whilesomepeoplemaybenaturallymoreskillfulasnegotiators,everyonecanlearntonegotiate.Astheyofte
2、nsayinbusiness,everythingisnegotiable.However,lackofpreparationinanegotiationalmostalwayssetsapersonupforfailure.Firstofall,eachpartymustclearlydefinetheirowngoalsandobjectives.Whatcanyoutradewiththeotherparty?Doyouhaveanyalternativesthatareacceptabletoyou?Secondly,eachpartymustanticipatethegoals
3、oftheopposition.Thismayrequiredoingsomebackgroundresearch.EffectiveMeetingPreparationTipsThirdly,eachpartymustcomeupwithvariousalternativestotheirmainobjectives.Ifyoucanalsoworkoutpossiblesolutions,thenitiseasiertofindanacceptableoutcome.Finally,youshouldbeclearaboutyour“bottomline”,thepointatwhi
4、chyoucanoffernomore.ContentsPartOneDialoguesPartTwoUsefulExpressionsPartThreeSimpleWritingPartFourExercisesPartFiveSocialEtiquetteDialoguesAdistributor,JamesLee,whoisfromUK,wantstodiscussthepricesofheaters.However,Susan’smanager,Mr.HenryStevensonisstillonabusinesstripinAmerica.HeasksSusantonegoti
5、atethepriceswiththedistributoronbehalfofthecompany.DialogueOneS:SusanBrownJ:JamesLeeS:Hello,James.Ihaven’tseenyousincelastyear’s.J:Hi,Susan.Iamdoingverywell.Thankyou.Howaboutyou?Part1Part2Part3Part4Part5tradefair11.交易会Howiseverythinggoingon?22.你最近怎样？DialoguesDialogueOneS:Oh,Iamdoingfine,too.Thank
6、you.Youknow,Mr.HenryStevensonisstillinU.S.SoI’vegotalotofstufftofollow.J:Right.Iheardaboutit.Sotoday’smeetingisjustbetweentwoofus?S:That’sright.Shallwegetdowntobusinessnow?J:Sure.Well,I’vestudiedthelatestcatalogue.Mostoftheproductsareveryimpressive.However,Imustpointoutthatpricesaremuchhigherthan
7、before.Part1Part2Part3Part4Part5DialoguesDialogueOneS:Wetoraisetheprices.Ourpricesstillcompareveryfavourablywiththoseofferedbyothersuppliers.J:Iseeyourpoint,butyoursellingofferismuchhigherthanwhatweexpected.Youknow,wea
